Listen to this articleBelow is our recent interview with Bob Wiesner from The Artemis Partnership:
Q: Bob, can you provide a brief introduction to The Artemis Partnership?
A: The Artemis Partnership is committed with laser focus to one objective — helping our clients who compete for large, complex projects win more new business at higher margins. Our clients emerge from our engagements with superior internal strategies that help pursuit teams capture more high-value opportunities. Prospecting is more focused, more strategic. Our clients often see better results with the next opportunity. In nearly all cases they pitch less and win more.
Q: How can our business stay motivated to win pursuits during a crisis?
A: If a company is concerned that current conditions make it hard to engage in new business activities, The Artemis Partnership has something for that company to consider: We believe that now is the BEST time to ramp up new business activities.
There’s a fundamental truth which all businesses, especially professional services firms, have to understand and accept, and it transcends the current business situation: The pursuit is won well before the RFP is issued. It’s that time period before the RFP when some competitor has established close relationships with that prospect. And it’s so much easier to do it before the RFP (and before procurement gets involved). By the time the RFP is issued, decision-makers already have a pretty good idea who is most likely to win – or at least who is least likely to win. And the pursuing team has learned how to best position itself and its solution.
Now that many projects and their associated RFPs have been delayed, it’s the perfect time to reach out to those prospects you want to work with. It’s the perfect time to show you understand the challenges they’re facing. And you’d like to talk about how you can help them be successful when normalcy returns.
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Q: What types of services do you provide to your clients?
A: Our 3 most popular services, which take the form of intensive on-premise engagement, include:
New Business Pursuit Consulting – This is real-time consulting with pursuit teams to help them create and deliver much more persuasive proposals and presentations.
Strategic Growth Consulting – We work directly with our client business development leadership to develop a strategic growth plan to replace their reactive, transactional approach to growth.
Pursuit Readiness — We guide pitch teams to develop a superior understanding how their client’s buying decision will be made and how to position themselves, against the competitive field, with a sharper, more compelling & more trustworthy promise.
Q: What makes your business exceptional?
A: What makes Artemis exceptional is our value proposition … paid off with a proven ROI. A relatively small investment can turn a new business loss into a new business win, worth millions of dollars to our client. One of our clients invested $20,000 in a Pursuit Readiness Workshop. Within six weeks, one of the teams in the program reported a new business win worth over $2M, attributed, they said, to Artemis Principles. BAE Systems won a bid worth over $30 billion with an investment with Artemis of less than $100K. Our clients are currently winning more than 80% of their bids.
Q: Why do customers choose you over others?
A: There are two reasons: First, our track record. Artemis clients who implement our approaches to strategic targeting, pursuits, and pitches can expect to see an improvement of 30-40 points in their conversion rates. Second, our deep understanding of why buyers buy and don’t buy. Every conversation we have with experienced chief revenue officers or equivalent will reach a point where they say to us “you guys really get it.”
Q: What is unusual or unique about your business, in comparison to your competitors or similar businesses?
A: What’s most unique compared to our competitors resides in our tools and methods for focusing on the buyer’s needs, and how we win hearts as well as minds. Our process brings out the emotional component and personal chemistry within the bid process, which often ends up being the tie breaker in competitive situations.
Q: What are you most excited about in the industry at the moment?
A: What gets us most excited how clients excited our clients become — they are motivated to win and accept nothing short. When our clients stop coming in second, and begin a new trend of capturing many more first prizes, that’s our greatest excitement factor.
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Q: What future trends are you expecting to see?
A: We think there’s going to be a “Back to the Future” drive over the next couple of years. Firms that compete for large contracts are going to realize that technical expertise and firm-centric positioning will no longer differentiate nor motivate buyers to buy. Instead, organizations that regularly win will be those that place a higher value on truly understanding the prospect at a very real level. Competitive pursuits are won or lost long before the RFP is issued. This is even more important in bids that are ultimately run by procurement or compliance. The technical specs of the submission, including price, might not be differentiating. When it’s difficult to select among competitors based solely on technical specs, matters of trust, reputation, security, politics become extremely important.
Q: What are the company’s plans and goals for the future?
A: Our plans and goals are to build our partner and affiliate network so we can more efficiently scale our own enterprise. We aim to serve global clients with coaching that can impact multiple offices, faster and better than we’ve been able to do historically. With technology now enabling “better, faster and broader reach,” our business will begin to transform at rates unseen until this century.
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